Talking money with clients or customers can sometimes be a difficult task. It can be an uncomfortable position, especially for those of you who charge by the hour or per project. Defining how much you are worth to your customers frequently becomes an issue, so in this article you will find out how you are able to confidently present your self-worth to that important customer and win the job.

The Don'ts

• Don't be uncertain about what you are worth. Your customer will pick up on it and your status perceptions will be reduced.
• Don't be blasé about money. If you are blasé about money you might give the idea you are blasé about your work.
• Don't diminish your status it could translate to reduced fees.
• Don't be too laid back and relaxed about your business. If you are not seen to be taking your business seriously then you can not expect your customer to.
• Don't allow yourself to become under paid. Being under paid leads to resentment and it can destroy your customer relationships.

The Do's

• Sell Yourself. What do you do for your customers and what do they get from you? How can you contribute to their success?
• Add value. Make the distinction between 'can customers afford me 'vs' can customers afford not to use me'. What are your customers going to get from you that they might not be able to get from anywhere else.
• Get clear on the money. Why do you need the money and are you being realistic about the expectations. You get paid good money for good work, not excessive money to resolve your past mistakes.
• Talk money earlier rather than later. Talk money when your head tells you to. You do not want to dodge the subject and then finally tell your customer, only to find that they are running in the opposite direction.
• Be open about money. Demonstrating that you are comfortable and open about talking money with your customers will prove to be less complicated.
• Consider your translation. Often you can set a perception without realising it so consider the signals that you are sending out and make sure they are congruent with your fees and charges.

If you are unsure about what you are worth consider analysing your business a little more deeply. Take a step back and eliminate anything that has an emotional or unrealistic expectation. Sometimes you can become blinded about what you want rather than who you are and how your customers are perceiving you. Follow the do's, answer the questions and get your priorities, standards and expectations into a clear perspective. You are likely to find that once you are clear your customers will be clear and you will be on your way to talking the talk and walking the walk.